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*NetScout is finally ready to enter the OSS marketplace and will begin their new endeavors by attending their first ever TMW show. NetScout will be promoting their “extensive proven experience with detailed IP performance data” core competency, which underlies their customer-centric service assurance offering. Their sales cycles usually take six to twelve months, so they don’t necessarily expect to walk away from the show with new customers, but they do hope to present themselves to a market which is new to them. Look for their formal announcement about entering the OSS market about a week before the TWM show.
And what do the exhibitors think?
In order to better provide a look at the event, we spoke to a few exhibitors, and this is what they had to say about the show:
Jim Frey of NetScout, who is using the event to announce their formal entry into the OSS space:
Q: Do you prefer niche shows like TMW to larger shows like GlobalComm?
A: Yes and no. Niche events are great for addressing a focused audience, but big shows afford greater overall exposure. For example, we'll be at 3GSM World Congress in Feb because we have a very specific solution for GSM/UMTS operators which won't be as powerful at TMW.
Q: Do you expect to walk away from TMW Dallas having made any deals?
A: No - that would be naive. Our sales cycle is typically 6-12 months.
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"In order to better provide a look at the event, we spoke to a few exhibitors..." |
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Adam Boone of Syndesis:
Q: What are you going to be showing that sets you apart from other presenters?
A; Syndesis will be showing its Adaptive Resource Manager solution, which is unique in the industry for its ability to enable "live" network and service resource management. Other inventory management solutions are "off line" and require manual updating, auditing and integration. So they are often very inaccurate and difficult to use for automated processes such as flow-through provisioning. Syndesis' resource management technology is used at service providers around the world. This new offering is based on Syndesis solutions deployed in production at numerous service providers.
Q: Do you expect to walk away from TMW Dallas having made any deals?
A: Yes. We have indeed sourced a number of deals in the past from these and other shows.
Michael Cabot of Visionael:
Q: Are you going to be making any major announcements at the show?
A: Hopefully... we are awaiting customer approval to make a couple of major "win" announcements.
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Martine Parsons of Axiom:
Q: Are you going to be making any major announcements at the show?
A: We're unveiling our new AXIOSS Active Catalog product and we'll be demonstrating the new Product and Service Assembly architecture.
Q: Are you going to be making any major announcements at the show?
A: We're unveiling our new AXIOSS Active Catalog product and we'll be demonstrating the new Product and Service Assembly architecture.
Q: Is this your first TMF show? If so, why did you decide to participate now? If no, what did you think of previous shows? Any hopes for improvements or continuations of previous positive aspects?
A:This is our first US TMF show. We've exhibited at TMW Nice for the past 6 years. The US show isn't supposed to be as good in terms of attendance or profile at TMW Nice, but as Axiom Systems is now progressing to be a global organization, and much of our industry's marcomms comes out of the US, it's important that we now raise awareness in this region too.
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Q: What are you going to be showing that sets you apart from other presenters?
A: With our legacy in IP, we believe we have a unique solution for CSP's looking to automate service delivery... specifically around IP-Telephony, VoIP, and Planning & Rollout.
Q: Do you prefer niche shows like TMW to larger shows like GlobalComm?
A: There are advantages and disadvantages to both. The smaller events are more intimate and lend themselves to longer, more intimate conversations with customers... a quality over quantity approach. We have looked into attending events, such as the Broadband World Forum, where wecan talk about specific projects. Ideally, we need to be present at both.
So the exhibitors view the event as positive and worthy of the time and money required to participate. With returnees viewing the event as a place where leads can be sourced and newcomers choosing the event as a platform for product launch, the event continues to be a show to watch in the OSS field. We’ll all be watching this years Americas event to see if that trend continues.
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